How to get the sale on the FIRST CALL…

The "First Call Close" describes a selling situation in which it is widely known that the sales representative must close the deal with the prospect within the first visit, and this is common in many home improvement companies. When approaching an appointment as a first call close, the sales rep must close throughout the presentation. This will require a masterful presentation in order to turn a prospect into a buyer as quickly and efficiently as possible.

The Pros of First Call Close

Internally, it's easier. Easier on you as a sales rep, and it is easier on the company, and things are just much smoother as a business. For instance, first-call close has a better operational cost. This is also the best time for the prospect to make a decision. That is if you have given them all the necessary information to make a decision. Follow-up can be done, but why follow up when you can figure how to sell the prospect on the first call. Not to mention, as a sales rep, you will run more leads and sell more business.

Here are a few ways to help the prospect to a YES on the first call…

Set proper expectations - That very first step, as we always called “the entry.” It is probably the most important step in the entire presentation. You are literally explaining to the prospect what are trying to help them accomplish today. You’re letting them know that you are there to help solve their problem and to earn their business.

Get the customer’s trust - Smile often. Reassure them that you are there to help them solve their problem.  Asking lots questions will help the prospect engage and build trust with the sales rep. Most importantly, you have to show them you care.

Be confident and have a proper mindset - A lot of the sales process has to do with the sales reps mindset and confidence. When you go into that home, what kind of person are you going in there as? Are you going into it with the attitude that you are going to help and that you have the best company with the best product and best solution for them. Having the right mindset going into every home is a must, be on you’re a game, every time. Expect that you will place an order with them today.

Read the room - Another aspect that really is important is to be able to read the room. Knowing when a prospect is needing a change. Understanding your surroundings when you’re in the home. Also, understanding what type of prospect you are presenting to and how to give them the best possible presentation. Body language will tell you a lot about how your prospect feels during the interaction.

Learn to handle objections - Prospects raise both legitimate and erroneous objections during the sales process. These objections are sometimes just natural reflex replies,that’s just the automatic response mechanism. Learning to handle ALL the prospects objections prior to presenting the price is the way to the sale. The one-call closer understands how to lead the prospect past these objections with meaningful conversations and a masterful presentation.

Conclusion

The first call close is an art. Practice your presentations, sharpen your skills. Never stop learning ways to deliver a better presentation. Ride with your fellow sales reps, see what they may be doing differently.

And remember… always be closing!

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